Paul Castain's Blog

Cold Calling . . . How To Take Immediate Control Of The Call!

Posted December 1, 2021

How can you possibly get a decision maker’s attention and gain control within the first few seconds of a cold call;

Without being a jerk!

Simple, you ask a question, and;

Not just any question, you ask a FRAMING Question.

Before I get into the details it’s important that you realize something;

It doesn’t matter if you’re on a call, in a meeting, doing a discovery call, etc;

The person asking the questions is the one controlling the dialogue!

The “Framing Question”

A framing question is a question that begins with a statement and then ends with a question.

The statement, in this context, MUST be about something relevant to the decision maker (like a trigger event) otherwise you’re defeating the purpose.

Here’s how you do it;

Step 1 Greet the prospect. “Hi Mary, it’s Paul from Castain Training Systems”

Step 2 Frame the question by saying “Quick question, I noticed that (mention something relevant you noticed during your research)”

Step 3 Ask a question at the tail end of the statement.

Putting it all together;

“Hi Mary, it’s Paul from Castain Training Systems, quick question, I noticed that you’re hiring a bunch of sales reps and was curious as to how you typically onboard them?”

It’s disarming because it doesn’t follow the normal trajectory of a cold call and;

There’s no pitch and no ask for a meeting.

Within seconds, they’re the ones doing the talking, instead of YOU.

Is this a flawless tactic?

Hell no, but;

It forces the prospect to go off-script because YOU’RE not following the TYPICAL prospecting script.

And speaking of taking your prospect off-script;

We’re going to be discussing several approaches during our How To Get A Decision Maker’s Attention webinar on December 9th.

Here’s what you’ll gain by joining us;

  • The one thing EVERY decision maker looks for when a sales rep tries to communicate with them.
  • How to use the “consensus” tactic to get a decision maker’s attention.
  • How to use “cliffhangers” to create interest.
  • The 3 principals of persuasion that can help you generate appointments.
  • 2 “kits” that will help you stand out!
  • The one type of demo you should provide in order to book a demo (No, that isn’t a typo).
  • Why you need to take your prospects “off script” and 3 ways to do it.
  • How to create and utilize “3 touch mini campaigns”


Thursday, December 9th, from 11:30 am to 12:30 pm EST.

What’s Included?

(1) 60 minute online training session

Webinar replay

5 Phone/Voicemail templates

3 Email Templates

Personalized feedback when you hand in your assignment

How Much?


Click here to reserve your spot.

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Company Contact Information

Castain Training Systems
(631) 455-2455
Paul Castain, Founder & CEO

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